JOB DESCRIPTION



GENERAL PURPOSE OF THE JOB:


The Regional Manager, Grainger (RMG) plays a critical role in moving the Grainger Roofing Program to new levels of achievement.

The RMG is responsible for driving Grainger sales results in both product and service; and is accountable for the profitability and growth of the Grainger program.

Will lead the sales effort of the Grainger Roofing Program and work in partnership with the National Sales Manager, Grainger (NSMG), the Tremco Regional Sales Managers (RSM) and Tremco Roofing Advisors and WTI to ensure that the Grainger Program's strategic, and financial goals are both met.

In order to maximize the potential of the assigned region and sales representatives, the successful RMG must be prepared to design and implement sales growth strategies that meet the specific needs of the Grainger customer base.

RMG displays passion and optimism; Inspires respect and trust; Mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.



ESSENTIAL DUTIES AND RESPONSIBILITIES:



This role is expected to collaborate with National Sales Manager, Grainger (NSMG) and the Vice President, Controller, Administration, and New Business Development on the following items:

• Establish sales strategy and supporting business plan that is focused on growth and profitability within the assigned region.
• Develop a business plan that includes goals, objectives and strategies that ensure attainment of sales goals and margins to meet profit goals.
• Ensure business plan is aligned with the objectives and goals of the Divisional strategic plan.
• Continually review and modify short and long-term plans as needed based on changing business/market conditions.
• Participate in Grainger market launch initiatives such as Grainger district meetings, webinars, tradeshow, supplier events, etc.

• Exceed sales and gross margin targets as outlined in the annual plan.
• Coordinate action plans to penetrate new Grainger markets and expand in existing territories.
• Develop, maintain, and control sales budget with a focus on profitability.
• Conduct regular contact days with sales representatives to ensure that they meet or exceed all activity standards for prospecting, appointments, demonstrations/presentations, proposals and closings.
  
  Provide assistance in the preparation of proposals and presentations to the Grainger customer.
• Provide coaching to new representatives that embark within the Grainger program.
  
  As to how to spend time, calling and selling techniques, how to submit proposals, bestselling practices, etc.
• Conduct regular sales meetings that focus on Grainger regional sales objectives, pertinent business information, goals and strategies.
• Work with the Tremco RSM's on a monthly basis and Sales Representatives on a weekly basis to obtain a status update on all open Grainger proposals/projects.
  
  Report a monthly report on all findings to the Vice President, Controller, Administration, and New Business Development, Tremco Sales Management Teams.

• Stay in contact and report any information that is of value to the NSMG, Vice President, Controller, Administration, and New Business Development, Senior Director of Sales, and Executive VP, i.e.
  
  regarding competitive pricing, product issues, market trends, new concepts, and/or monthly program updates.
• Work with the NSMG,Vice President, Controller, Administration, and New Business Development, and Executive VP to assess sales performance and market trends for the roofing market to determine appropriate adjustments to meet or exceed objectives.
• Ensure that the Roofing Division's Policies are communicated and implemented.
• Provide timely feedback to management regarding sales activity/performance to plan objectives.
• Provide end of the month reports that clearly communicate results.
• Participate in any planning, update/status meeting at the request of the NSMG, Senior Director of Sales, Vice President, Controller, Administration, and New Business Developmentand Executive VP.

• 3+ years successful outside sales experience, preferably industrial sales.
  
  
• 5+ years experience in field sales management.
  
  
• Ability to lead, manage and develop local field sales representatives through coaching and mentoring.
  
  Management experience should include recruiting, interviewing, training and developing a productive sales team.
  
  
• Financial management (to include analyzing market data and developing sales plans), and organizational skills required.
  
  
• Thorough understanding and experience building long-term customer relationships, prospecting, account development, problem solving and ability to deliver service, solutions, and project a can-do attitude.
  
  
• Knowledge of construction, building and facility maintenance a plus.
  
  
• Should have experience with word processing or spreadsheet software, internet software, and contact management systems.
  
  

• Ability to climb interior/exterior ladders and carry equipment and/or material up to approx.
  
  75 lbs.
  
  over long distances.
• Capable of walking along roof top edges (no fear of heights, good balance, etc.).
• Exposure to outside weather conditions (heat, cold, etc).
• Ability to travel overnight.
  
  2/3 of the time